Field Sales Manager, Named Accounts, New Logos
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Job Description
CA Field Sales Manager at Arrow Enterprise Computing Solutions managing key accounts and driving revenue growth through strategic client engagement and solution delivery.
Responsibilities:
- Act as the primary point of contact for key strategic clients, fostering deep relationships and trust to ensure long-term business growth.
- Proactively manage and grow existing accounts, identifying opportunities to expand the use of CA solutions.
- Develop a thorough understanding of each client's business objectives, needs, and technical challenges.
- Collaborate closely with partners and clients to implement tailored strategies that leverage the full CA portfolio.
- Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle.
- Drive the adoption of CA solutions, ensuring clients fully realise the value of the products.
- Work with clients to identify gaps in their IT capabilities and propose solutions that align with their long-term business goals.
- Collaborate with technical teams and partners to deliver solution demonstrations, workshops, and proof-of-concepts (POCs) to showcase the capabilities of CA solutions.
- Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client's environment.
- Meet and exceed new logo revenue, retention and growth targets by qualifying and converting leads, identifying upsell and cross-sell opportunities within assigned accounts.
- Lead the development and execution of strategic account plans, with a focus on driving portfolio expansion and securing renewals.
- Identify risks to account health and work proactively to mitigate client churn, securing long-term partnerships.
- Participate in quarterly business reviews (QBRs) with clients, providing insights on solution performance and offering recommendations for optimisation.
- Work closely with internal teams, including sales engineering, customer success, and technical support, to ensure client needs are met.
- Act as a client advocate within Arrow, providing feedback to product management and development teams to drive product improvements.
- Collaborate with marketing and sales leadership to develop targeted campaigns and initiatives that promote CA solutions.
Requirements:
- Proven experience in account management or sales within the technology sector.
- Strong understanding of CA solutions (or similar technologies) and their role in IT strategy.
- Ability to establish trust with senior stakeholders and exceed revenue targets.
- Willingness to travel up to 60% of the time.
- Fluency in English.
- Strong leadership and communication, negotiation, and influencing skills.
- Ability to connect, enthuse, and mobilise teams with a deep understanding of vendor strategies.
- Fluency in additional European languages (nice to have).
- Experience with strategic sales initiatives and marketing collaborations (nice to have).
Benefits:
- Pension scheme
- Life insurance
- Medical insurance
- 25 days of annual leave
- Development opportunities
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